The Effect of Negative Message Framing on Green Consumption: An Investigation of the Role of Shame
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Empirical studies in environmental psychology have consistently supported the applicability of Prospect Theory, demonstrating that loss-framed messages are generally more persuasive than gain-framed messages in encouraging pro-environmental behaviors.
“Empirical studies in environmental psychology have consistently supported the applicability of Prospect Theory, demonstrating that loss-framed messages are generally more persuasive than gain-framed messages in encouraging pro-environmental behaviors.”
From The power of loss: message framing, climate anxiety, and engagement in personal carbon trading (2025) · cites this paper as [19]
Cites
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An attributional theory of achievement motivation and emotion
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All Frames Are Not Created Equal: A Typology and Critical Analysis of Framing Effects
Levin, I. P., Schneider, S. L., & Gaeth, G. J. (1998) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1998.2804 · Cited by 2,592 · see citing works
Negativity and extremity biases in impression formation: A review of explanations.
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Conceptual and methodological issues in the assessment of shame and guilt
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Going green: how different advertising appeals impact green consumption behavior
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Neureiter, A., & Matthes, J. (2023) · International Journal of Advertising · doi:10.1080/02650487.2022.2076510 · Cited by 79 · see citing works
Perspectives: Advertising and climate change – Part of the problem or part of the solution?
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The power of loss: message framing, climate anxiety, and engagement in personal carbon trading
Li, T., Yang, Y., Liu, X., & Zeng, S. (2025) · BMC Psychology · doi:10.1186/s40359-025-03713-w · Cited by 1 · see citing works
- Authors
- Amatulli, C., De Angelis, M., Peluso, A. M., Soscia, I., & Guido, G.
- Affiliations
- University of Bari Aldo Moro (IT)
- University of Salento (IT)
- SKEMA Business School (FR)
- Corresponding author
- Amatulli, Cesare
- Venue
- Journal of Business Ethics
- Published
- 2017-07-18
- Volume
- 157
- Issue
- 4
- Pages
- 1111-1132
- ISSN
- 0167-4544 (ISSN-L)
- 1573-0697
- OpenAlex
- W2738316428
- Cited by
- 267
- References
- 9
- Citations by year
- 2026: 45 · 2025: 51 · 2024: 46 · 2023: 37 · 2022: 36 · 2021: 26 · 2020: 20 · 2019: 6
- FWCI
- 12.00
- Type
- journal article
- Language
- en
- Open access
- closed
- Licence
- www.springer.com/tdm (tdm)
- Locations
- Journal of Business Ethics (publishedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- IRIS - Institutional Research Information System (Libera Università Internazionale degli Studi Sociali Guido Carli) (submittedVersion)
- AIRUS (submittedVersion)
- CINECA IRIS Institutional Research Information System (University of Bari Aldo Moro) (submittedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Environmental Sustainability in Business
- Physical Sciences › Environmental Science › Management, Monitoring, Policy and Law › Environmental Education and Sustainability
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Keywords
- green consumption, pro-environmental behavior, environmental concern, luxury goods, green marketing communication, framing effects
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